Michael Durham Email & Phone Number

Atlanta, Georgia, United States

Santa Clara, Ca

Serve as a trusted partner to the Infrastructure Solutions Group (ISG) in providing consultative strategic sourcing services, contract negotiations, and contract lifecycle management services to enhance the quality of Dell EMC’s products, solutions and services while managing operational compliance issues and risk exposure.• Responsible for negotiating inbound software license and distribution agreements for third-party software incorporated into ISG products; including agreements for cloud software, SaaS, hosted solutions and managed services.• Drive development of business requirements with line of business stakeholders and facilitate cross-functional discussions to optimize value and minimize risk in executed agreements while ensuring operational compliance with the contract terms.• Routinely assigned ownership for the negotiation of critically important contracts with strategic suppliers.• Developed and presented the justification to a major software supplier during contract negotiations for lower pricing that resulted in annual cost savings of $3M.

Redmond, Wa

Worked with the EMEA Embedded Sales team and the worldwide Automotive Sales team to secure business opportunities and to close agreement negotiations. Responsible for approving contract changes, driving deal concession approvals, and providing licensing and product training. Accountable for licensing and pricing policies, licensing terms, and programs for the Windows Embedded Compact related products.• Contributed to the success of the EMEA Embedded and Automotive teams in exceeding quota every year.• Received one of the four Customer Partner Experience awards for contributions made in facilitating an upgrade solution for a major medical OEM.• Collaborated with the Windows Embedded Business Unit to build the business case for client virtualization.• Implemented a Third Party Reseller licensing model for the EMEA Embedded distribution channel doubling sales in Russia. • Expertise with many Microsoft licensing channels: OEM Embedded, OEM Royalty (including Windows Server Reseller Option Kit), ISV Royalty, OEM System Builder, Refurbished PC, and Volume Licensing (including reimaging rights, rental rights, and POSReady licensing).• Authored a "Best Practices" document for use by the OEM Embedded sales force in securing business being lost to improper licensing in other channels.• Drafted an agreement implementing a new licensing model for use in the divestiture of the Mediaroom business to Ericsson.• Successfully launched five new Windows-based products to the OEM Channel exhibiting creative thinking and problem solving in areas such as BOM creation and license agreement simplification.

Redmond, Wa

Drove revenue with many large and strategic accounts including EMC Corporation, Cisco Systems, Dell, and Sun Microsystems; while also serving as mentor to the extended team. Routinely consulted by manager on matters of strategic importance and high business impact. Acted as the lead on multiple occasions in presenting the specialized server business at quarterly reviews with the product group and at monthly reviews with the OEM leadership team.• Helped grow specialized server sales to more than a $100M business in 9 years with a 32% CAGR.• Managed all aspects of partner relationships including license agreement negotiations, sales, marketing, operations, technical activities, and executive engagements with partners in the storage, telecommunications, WAN optimization, security, and networking industries.• Exceeded quota by 15% (on average) in 8 of 9 years; the exception being 2008 when the quota was a team number.• Influenced product requirements and positioning by providing partner feedback and business modeling to the product group and OEM policy.• Received three Gold Star Awards for outstanding achievements.• Selected as the OEM Embedded Team of the Year in 2005.

Redmond, Wa

Employee number 3 to what was the forerunner of the OEM Embedded Devices business. Traveled across the USA and to Europe to present embedded product portfolio at seminars, tradeshows, and customer sites. Involved with new strategic initiatives such as Windows-Based Terminals and the first specialized server products. Worked very closely with the product group performing many product management tasks around the Windows-Based Terminal launch recognized by the receipt of a “Ship It” award. Mentored and coached many new account managers as the business grew and built a strong reputation with the business groups, legal, and operations.• Received the OEM Embedded MVP Award as the top account manager in 2001.• Managed many accounts and negotiated many license agreements with partners such as Symbol Technologies, Wyse, Tektronix, Delphi, Target, In-Focus, and Maxtor.• Negotiated the first Auto PC license agreement with a tier 1 automotive supplier overcoming major issues such as limitation of liabilities and end user notifications leading the way to future agreements with automotive manufacturers such as Ford. • Received two Gold Star Awards; one in recognition of my contributions to the success of the embedded business, and one for successfully licensing a major storage partner.• Routinely collaborated across groups to implement solutions to issues impeding business opportunities with my partner accounts.

Redmond, Wa

Managed the relationships with semiconductor manufacturers such as Intel, AMD, Motorola, Altera, Philips, SGS-Thomson, NEC, and Xilinx to direct Data I/O’s engineering and marketing efforts in providing programming hardware and software support of their devices. Organized quarterly business reviews with key partners and served as main point of contact for all partners in daily business matters. Wrote an article on “in-circuit” programming that was published in Electronic Design News.

Bachelor'S Degree, Electrical And Electronics Engineering

Master Of Business Administration (Mba), Finance And Accounting